Building Working Relationships: A Workshop for Development Professionals in Healthcare

This is a one-day workshop for hospital and health system development staff who work with physicians, nurses, and other health professionals. The emphasis is on concepts, strategies, and skills for building strong working relationships with physicians that lead to increased philanthropic contributions. All content for this workshop is derived from privately-funded research into the dynamics of physician-development professional relationships; how to connect with physicians and build trust; the psyche of physicians as it relates to philanthropy; fears, concerns, and predictable questions physicians have about engaging in fundraising; and describing philanthropy in a way that connects with physicians.

Contact us today for registration information, register online, or download the .pdf file of our registration form below. This page can be printed and faxed to our office at (319) 366-8586.

The Mindset of Physicians

Explores how physicians think, and the life experiences and training that drive behavior. Identifies how to leverage this understanding to build trust-based relationships with physicians.

Working Together

Relays strategies for building productive working relationships with physicians.

Avoiding Self-Sabotage

Reviews things development professionals do regularly that may damage their working relationships with physicians.

The Etiquette of Referrals

Identifies the "rules" of physician referrals of patients to other physicians, and how those unstated rules apply to physician referrals of patients to development.

Managing Referrals

Outlines how to call on a patient referred by a physician, and how to manage a productive patient visit. Explores strategies for managing an effective follow-up with the physician.

Development Science

Describes how to explain development from a scientific, process-based approach that makes sense to physicians.

Coaching Physicians

Explores how to manage effective, productive donor visits.

Grateful Patients and Families Concepts

Outlines how to understand the healthcare experience from the patient/family member's perspective in order to create opportunities for engagement.

Creating Appropriate Return on Philanthropic Investment

Examines concepts for working with physicians to create gratifying experiences for donors that can drive more and larger contributions.

Workshop Location

The Westin San Francisco Airport
Meeting Room: Aspen
1 Old Bayshore Highway
Millbrae, CA 94030


The workshop begins at 9:00 a.m. and ends around 4:30 p.m.
Continental breakfast (at 8:30 a.m.) and lunch are included in your workshop investment. The evening is free for donor visits or other business or personal matters.

Recommended Airport and Hotel

San Francisco International Airport (SFO) – 2.5 miles from hotel

The Westin San Francisco Airport
1 Old Bayshore Highway
Millbrae, CA 94030

For reservations, please call 1-888-627-8404 or visit the following web address:

Please mention that you will be attending Building Working Relationships to receive the special rate of $179 per night. All reservations are to be made by Thursday, September 19, 2013.


Complimentary Airport Shuttle
The Westin San Francisco Airport hotel offers a complimentary airport shuttle service that runs every 20 minutes on the hour. The shuttle is located on the departure level of the airport outside in the islands. Please note that travel time may vary as the shuttle stops at a neighboring hotel. For arrivals between 12:00 AM and 4:00 AM, the shuttle is on request only, please call the hotel directly to arrange pick-up.

Driving Directions from San Francisco International Airport (SFO)
Take US Highway 101 South and exit on to Millbrae Avenue. Turn left onto Millbrae Avenue and turn right onto Old Bayshore Highway.


Self parking is available for all workshop participants for $10 per night. Please note that valet parking is also available for $25 per night.

About San Francisco and Area Attractions

  • Denim jeans were invented in San Francisco for the Gold Rush miners who needed tough, comfortable clothing
  • Behind New York, Moscow and London, San Francisco is 4th in the world in terms of numbers of billionaires living within its city limits, while having less than 10% the population of the other three cities.
  • Places of interest nearby: The Golden Gate Bridge, Alcatraz, Chinatown, Ghirardelli Square
  • Visit for more information

Please contact us at or 319-398-3376 with questions.


Contact us today for registration information, register online, or download the .pdf file of our registration form below. This page can be printed and faxed to our office at (319) 366-8586.


$625 per participant

Business Hours

8:00 a.m. - 5:00 p.m. CT; Monday-Friday 




3349 Southgate Court SW
Cedar Rapids, Iowa 52404-5424


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